BUYER INTENT DATA

Bombora Launches New Salesforce App, Making it Easier for Sales Teams to Pursue In-market Accounts

Bombora | May 30, 2022

New Salesforce App
Bombora, the leading provider of B2B Intent data, today announced that it has launched a native Salesforce app that makes it easier than ever for Salesforce users to access Bombora’s Company Surge® score and take action based on those insights.

Bombora customers have relied on a successful Salesforce integration for several years, and Salesforce users have had access to Bombora Company Surge® scores that show them which of their target prospects and accounts are actively in-market for their products or services. This latest iteration of the integration creates a faster time-to-value for end users by automating processes that were previously manual.

Now, Salesforce users can select the topics and clusters that they want to monitor using Bombora’s Intent data, and the app automatically ties the Intent data to the user’s accounts listed within Salesforce. Insights are delivered on an automated, weekly basis, ensuring that sales teams have the latest insights into who is actively in-market for their products. The new app also features easy-to-read widgets that visualize data and insights, making it easier for teams to act.

“Bombora’s mission is to make life easier for sales and marketing teams by making our data available directly within the platforms and tools that they use on a daily basis,” said Erik Matlick, CEO and co-founder of Bombora.

“Bombora’s mission is to make life easier for sales and marketing teams by making our data available directly within the platforms and tools that they use on a daily basis,” said Erik Matlick, CEO and co-founder of Bombora. “This new app is the product of a long, productive partnership with Salesforce, and we’re excited to make it even easier for teams to access our Intent data and put it into action. These are the kinds of partnerships and integrations that improve the ecosystem for everyone.”

Through a new Domain Matching feature, Salesforce users can select website fields within the platform that they want to match to Bombora data. This level of control allows teams that have customized their Salesforce instances to better align their data with the output they’ll need from Bombora.

The new app also provides account creation services. If Bombora detects a company that is exhibiting high levels of intent within the criteria that a Salesforce user has identified, but is not within the user’s list of target accounts, then Bombora will create the identified company as a new account record.
Bombora has more than 100 integrations across the marketing and sales ecosystems, making its Company Surge® data easily accessible to the teams that rely on these data and insights.

About Bombora
Bombora tells businesses which companies are researching their products and services. With this understanding, sales and marketing teams can be more relevant and consistent and improve performance across all activities. This intent-driven approach revolutionizes the way businesses market and sell to other businesses through transparent data built on an ecosystem of quality, collaboration and innovation. With direct integrations with dozens of leading data and media-buying platforms, Bombora is building a world in which business buyers value sales and marketing for its relevance, timeliness and accuracy. To learn more, visit bombora.com.

Spotlight

John Dering, Senior Director of ABM Technology at Demandbase, discusses creating target account lists with the Demandbase ABM Platform. The Demandbase ABM platform includes an account-selection tool for building lists and analytics to evaluate list quality. The account-selection tool uses behavioral data to rank and prioritize accounts. You can find and choose the best accounts for your target list.


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ACCOUNT BASED DATA

Survey of Digital Customer Experience Buyers Reveals Opportunities

Hinduja Global Solutions | July 26, 2022

Hinduja Global Solutions (HGS) (listed in BSE & NSE), a digital-led CX transformation leader for the world's most admired brands, recently commissioned a customer experience (CX) survey highlighting opportunities in the space. A total of 1,000 C-suite decisionmakers from top companies in sectors such as retail & commerce, banking & financial, and technology & media were surveyed on their perceptions and activations around customer experience. Execs Largely Agree CX is Critical to Business Success, But Many Projects Fail in Implementation While 95 percent of respondents felt their organization had clearly defined CX strategies in place, only 12 percent admitted to successful implementation of more than 80 percent of their CX initiatives. An overwhelming 86 percent said they believe CX initiatives are critical for business success. Why CX Implementations Fail Respondents cited several barriers to successful CX implementation. Top reasons included: Lack of internal resources (e.g., staffing), 18 percent in top three, or skills gaps of internal employees, 21 percent in top three Difficulty assigning metrics and KPIs to measure success, 21 percent selected this as one of their top three challenges (from an available list of 20) Insufficient processes to guide implementation of technology, 20 percent in top three Intuitively, executives know that CX is important, but being able to prove it can be difficult. And not having the right resources on your team can make for an even steeper challenge to build the right processes and implement the right technologies that underpin a modern digital CX strategy. This is why so few companies are actually able to fully implement and realize the full benefit of their customer journey plan. "For every phase of the customer journey, regardless of the vertical, there should be an associated emphasis on the customer experience," said Andrew Kokes, EVP and global head of marketing for HGS. "For every phase of the customer journey, regardless of the vertical, there should be an associated emphasis on the customer experience," said Andrew Kokes, EVP and global head of marketing for HGS. "From attraction to retention and even attrition, organizations of all sizes need to focus their efforts on providing better CX. The ROI of that speaks for itself." CX Success Difficult to Measure Cited as a key reason for the failure of CX implementations, measuring success poses a definite difficulty at all stages of the customer journey. When asked to cite the most critical metrics used to measure the success of CX initiatives, respondents ranked their answers: Customer acquisition, 23 percent ranked as the top reason from a list of 11 reasons Revenue growth, 14 percent ranked as the top reason Brand recognition, 9 percent ranked as the top reason Talent attraction, 8 percent ranked as the top reason "Acquisition is an important first step, you have to get new customers in the door," said Kokes. "But it's critical to not stop there, and to support every step of the customer journey, including product use, troubleshooting and service, as well as areas like repeat purchase and customer retention." Why Execs Choose a CX Partner Survey respondents were largely aligned on their rationale for choosing a partner for CX implementation, which included: Price considerations, 48 percent found this to be "extremely valuable" Access to industry and competitive comparisons, 42 percent "extremely valuable" Availability of case studies and success stories, 40 percent "extremely valuable" "While price is clearly important, brands also want to be able to carefully evaluate the critical decision of working with a CX partner through competitive intelligence and evidence of past success with similar companies," said Kokes. "Therefore, it's important for buyers to look for partners that can provide transparency to the total cost of ownership of a solution." HGS commissioned FINN Partners' Global Intelligence Team to conduct this research, surveying 1,000 respondents across four key international markets (U.S., UK, Canada, and Australia). Survey responses were collected between March 18 and April 15, 2022. A combination of single selection and rank order questions were deployed to meet the results outlined. The executive summary for this survey is available upon request. About Hinduja Global Solutions (HGS): A global leader in optimizing the customer experience lifecycle, digital transformation, and business process management, HGS is helping its clients become more competitive every day. HGS combines automation, analytics, and artificial intelligence with deep domain expertise focusing on digital customer experiences, back-office processing, contact centers, and HRO solutions. Part of the multi-billion-dollar conglomerate Hinduja Group, HGS takes a "globally local" approach. Post the Healthcare divestment, HGS has over 19,100 employees across 34 delivery centers in six countries, making a difference to some of the world's leading brands across verticals. For the year ended March 31, 2021, HGS had revenues of Rs. 5,589 crores (US$ 753.9 million).

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ACCOUNT BASED DATA

SugarCRM Named to Constellation ShortList for B2C Marketing Automation for Small and Midsize Business for Second Year Running

SugarCRM | August 29, 2022

SugarCRM today announced its Sugar Market solution has been named to the Constellation ShortList™ for B2C Marketing Automation for Small and Midsize Business in Q3 2022 for the second year running. This recognition comes on the heels of Sugar Market being shortlisted by Constellation for addressing the unique needs of the B2B SMB sector. Constellation Research advises leaders on leveraging disruptive technologies to achieve business model transformation and streamline business processes. The Constellation ShortList for B2C Marketing Automation for Small and Midsize Business provides an overview of software that enables small and midsize companies to build and scale brand awareness and loyalty through personalized campaigns, social engagement, and commerce-focused interaction. According to the ShortList report, authored by Constellation Research Vice President and Principal Analyst Liz Miller, “B2C SMB organizations are looking for powerful marketing and engagement automation engines that balance the need to create repeatable and sustainable interactions with consumers while scaling for growth and utilization in periods of rapid growth and evolution. Small teams want easy-to-use, functional marketing automation solutions with features that can grow with the business and the customer, without the need for large IT, developer or large costly specialized teams to get systems and campaigns up and running.” “It’s an honor to earn back-to-back Sugar Market ShortList rankings for the second consecutive year by the esteemed analysts at Constellation Research,” said Christian Wettre, Senior Vice President and General Manager, Sugar Platform, SugarCRM. “It’s an honor to earn back-to-back Sugar Market ShortList rankings for the second consecutive year by the esteemed analysts at Constellation Research,” said Christian Wettre, Senior Vice President and General Manager, Sugar Platform, SugarCRM. “Personalizing the customer experience sits at the heart of modern marketing. We’re proud to offer a leading AI-driven marketing automation solution that lets the platform do the work to put forth meaningful, relevant customer communications at scale to help fuel business growth.” Sugar Market is designed to make the hard things easier for marketers with a curated toolset that includes intuitive campaign builders, advanced automations, and superior reporting. As such, Sugar Market is empowering companies to turn automation into sustainable business transformation that delivers efficiencies and profitable results: Funds2Orgs freed up 50 percent of sales professionals’ time by automating lead emails, tracking inventory and fundraiser status, and simplifying workflows across teams. Tax Saving Professionals accelerated marketing campaign creation 10x, while reducing marketing workload. The delivery of highly personalized customer experiences, critical to brand loyalty, remains a challenge for many organizations. According to Sugar’s survey of 1,600 global sales and marketing professionals worldwide, more than eight in ten sales and marketing leaders (81%) believe their customers leave because of a lack of communication and personalized, relevant messaging. Sugar Market takes the guesswork out of creating personalized marketing campaigns and replaces it with science – leveraging artificial intelligence (AI) to quickly segment various audiences, identify ideal customer profile, and engage more effectively with those segments. With SugarPredict, Sugar Market generates customer insights that help create new marketing strategies accordingly by identifying the most promising leads to increase conversions, making personalized recommendations and next-best-action throughout the customer journey, and spotting cross-sell, and up-sell opportunities based on predicted needs to drive revenue growth. About SugarCRM SugarCRM is how marketing, sales, and service teams finally get a clear picture of each customer to help businesses reach new levels of performance and predictability. Sugar is the CRM platform that makes the hard things easier. Thousands of companies in over 120 countries rely on Sugar to achieve high-definition CX by letting the platform do the work. Headquartered in Silicon Valley, Sugar is backed by Accel-KKR.

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ACCOUNT BASED DATA

ActionIQ Named Overall, Product and Innovation Leader in KuppingerCole Leadership Compass

ActionIQ | September 19, 2022

ActionIQ, the leader in customer experience (CX) solutions, today announced that it was named an Overall Leader, Product Leader and Innovation Leader in the 2022 Leadership Compass on Customer Data Platforms (CDPs) by KuppingerCole Analysts AG. The Leadership Compass report analyzes CDP solutions on the market to give an overview of the market positions of the vendors and the functionality of the solutions. The AIQ CX Hub is a collection of powerful and fully configurable modular solutions that gives all enterprise teams direct but controlled self-service access to customer data to create audiences and orchestrate customer experiences at scale. "It is clear that the ActionIQ CX Hub has been designed with a strong focus on the customer experience: both the experience of the members of an organization that work with the solution and the customers of such organizations who will benefit from the enhanced customer experience facilitated by the Customer Experience Hub," said Roland Bühler, leading analyst and author of the KuppingerCole report. To cite the 2022 Leadership Compass, the AIQ CX Hub "is easy to use and is ideal for non-technical users (such as marketers). The intuitive graphical user interface is easy to understand and to manage all the functions without the need for a data analyst. In particular, the built-in connectors for a huge variety of third-party systems can be used in a highly intuitive "plug-and-play" manner." Further on AIQ, "The segmentation of customer audiences can be done in a very convenient way, using drag and drop functionality. Calculations, such as the audience size, and further analytics are made in real-time. ActionIQ Customer Experience Hub has a strong focus on customer activation. It includes a highly intuitive and powerful customer orchestration tool that enables the creation of intelligent customer journey setups in a very smart way using the graphical user interface." "We are very proud to be named an Overall Leader, as well as Product and Innovation Leader by KuppingerCole," said Tasso Argyros, Co-Founder and CEO at ActionIQ. "We are very proud to be named an Overall Leader, as well as Product and Innovation Leader by KuppingerCole," said Tasso Argyros, Co-Founder and CEO at ActionIQ. "The AIQ CX Hub is the only solution that can combine historical customer profile with real-time events to orchestrate impactful, personalized customer experiences, and rapid growth of our customer base, combined with exceptional customer retention, speak to the superiority of our solution." The AIQ CX Hub comprises four modular solutions — CDP, Audience Center, Journey Management and Real-Time CX — designed to help brands give business teams the freedom to explore and action on customer data, while helping technical teams extend and enhance existing technology investments to manage data governance, costs and performance. The AIQ CX Hub flexibly integrates with any data source or channel, and gives organizations the freedom to purchase a CDP from AIQ or use their own in-house solution. The AIQ CX Hub has also scored Positive or Strong Positive in the Security, Functionality, Interoperability and Usability product categories of the report. The Overall Leader rating is based on the combination of product, innovation and market leadership, while Product Leadership is determined by the functional strength of the CDP solution and the overall capabilities and completeness of services. When it comes to Innovation Leadership, "innovative companies take a customer-oriented upgrade approach, delivering customer-requested and other cutting-edge features, while maintaining compatibility with previous versions," according to KuppingerCole. The 2022 KuppingerCole Leadership Compass on CDPs can be found here. About ActionIQ AIQ brings order to CX chaos. Our Customer Experience Hub empowers everyone to be a CX champion by giving business teams the freedom to explore and action on customer data while helping technical teams extend and enhance existing technology investments to manage data governance, costs and performance. Enterprise brands such as Autodesk, M&T Bank, The New York Times, Neiman Marcus, Hertz and many more use our CX Hub to drive growth through extraordinary customer experiences. Learn more at actioniq.com.

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ACCOUNT BASED DATA

Bombora’s Thought Leadership Addresses the Changing Dynamics of B2B

Bombora | July 27, 2022

Bombora, the leading provider of B2B Intent data solutions, continues to guide B2B marketing and sales teams as they navigate changing ecosystem dynamics. Mike Burton, co-founder and SVP data sales of Bombora, takes to the pages of the Forbes Technology Council to highlight two areas where B2B marketing and sales leaders may adjust their approach: revenue operations and buyer-led account based marketing (BLAM). How The Pandemic Elevated The Importance Of Revenue Operations looks at how B2B enterprises have reached the point where a new, pandemic-influenced sales process touches every component of a business. Many companies are now asking a very big question: Who, exactly, is responsible for revenue within the company? In some operations, it falls to the CMO; in others, it’s in the CRO’s purview. Still other companies have created titles like Chief Growth Officer or Chief Commercial Officer. Board rooms are struggling to find the answer. In How To Put More Pop Into Your ABM Strategy With BLAM, Burton advises on improving account-based marketing (ABM) strategies. Marketers looking to take the next step must lean into the buyer journey and learn where to focus their marketing and sales efforts. This "buyer-led" account-based marketing, or BLAM, has the potential to give ABM a kick in the pants and really super-charge marketing efforts. Burton is also the host of The Intent Data Exchange, Bombora’s podcast for sales, marketing, publishing, and data professionals seeking the latest insights and perspectives from the across B2B ecosystem. Each episode features a conversation with a sales and marketing leader who has been on the cutting edge of using data to deliver a sustainable go-to-market strategy. Initial guests include industry experts from Siemens, SAP, Cision, and Just Global. Bombora’s Company Surge® data tells marketing and sales leaders which businesses are researching the products or services that they and their competitors sell. With this understanding, sales and marketing teams can be more relevant and consistent and improve performance across all activities. About Bombora Bombora tells businesses which companies are researching their products and services. With this understanding, sales and marketing teams can be more relevant and consistent and improve performance across all activities. This intent-driven approach revolutionizes the way businesses market and sell to other businesses through transparent data built on an ecosystem of quality, collaboration and innovation. With direct integrations with dozens of leading data and media-buying platforms, Bombora is building a world in which business buyers value sales and marketing for its relevance, timeliness and accuracy. To learn more, visit www.bombora.com.

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Spotlight

John Dering, Senior Director of ABM Technology at Demandbase, discusses creating target account lists with the Demandbase ABM Platform. The Demandbase ABM platform includes an account-selection tool for building lists and analytics to evaluate list quality. The account-selection tool uses behavioral data to rank and prioritize accounts. You can find and choose the best accounts for your target list.

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